The Power of Preparation

In my book, No B.S. Sales Success, one of the first strategies I talk about is “The Positive Power of Negative Preparation.” This applies to selling in print just as it does to selling in person. The idea is simple: take the time to list every possible reason why the prospect might distrust your assertions […]

The Power of Newsletters

The newsletter is, I think, the most useful tool in maintaining relationships with customers and keeping them interested in you, your business, your products and services. Since “publications” get better readership than “sales materials” and articles get more readership than ads, it simply makes sense to put your messages into the format of a publication, […]